2. JOB TITLE: Sales Representative OVERVIEW:  Service customers by selling products or services that meets the customer needs SPECIFIC FUNCTIONS:  Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.  Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.  Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc. Recommends changes in products, service, and policy by evaluating results and competitive developments.  Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.  Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.  Contributes to team effort by accomplishing related results as needed.

3. REPORTING STRUCTURE: Report to assigned Supervisor QUALIFICATIONS:  High school graduate  Excellent verbal communications skills  Excellent listening skills, Adept at adjusting to people’s moods and personalities  Must have the emotional stamina to be “at your best” with each client  Must be Results Driven  Persistence  Customer Service  Prospecting Skills  Motivation for Sales  Handles Rejection  Professionalism  Product Knowledge TRAINING REQUIRED: How to overcome objections Using Scripts to ask the right questions Learn the core values of the company How to handle client problems What to do in case of emergency Steps to Selling Our Product

4. PERFORMANCE APPRAISAL: Quarterly, Semi-annual, Annual COMPENSATION:  Base Commission (1099)  Commission Structure: 10% of the sale for the life of the client  Alternate Compensation: Fully Paid Company Cruise for 2 people - 2 times per year ( must surpass sales quota 3 out of 6 months too qualify) Quarterly Bonuses, Holiday Bonuses (must meet the sales expectations)

5. To provide our customers with the safest, most effective, up to date sales and marketing programs delivered in a friendly environment while giving each customer the highest level of personal service and attention.

6. Integrity Don’t Lie, Be Honest Accountability Take responsibility for your own actions Diligence Careful and persistent work Perseverance Don’t let obstacles hold you back from your goals Discipline Set Goals, Set timeframes, Be your own worst critique

7. Have 3 locations:  Tampa Bay, Florida  Raleigh, North Carolina  Boston, Massachusetts Working only 20-30 hours per week. Annual Revenue: $10,000,000 ( Ten Million Dollars) Have 2 locations Tampa, Florida Raleigh, North Carolina Working only 20-30 hours per week. Annual Revenue: $5,000,000 ( Five Million Dollars) Have first location Tampa, Bay set up and running. Annual Revenue: $1,000,000 (One Million Dollar)

8.  Number of actual phone conversations a week with new potential customers (20)  Number of meetings with referral sources  (companies who can refer you business because their client is your type of client and they do a related service: example, marketing companies who outsource your work because they don’t do it in house)(1 per week) Number of phone or face to face appointments for new business with a potential or existing customer (2) First time appointment/phone call (4) Number of proposals completed (4) Number of proposals presented (4) Networking meetings (3-5) Sales (2) 30 day group Evaluations / 90 Day individual Evaluations

9. You ask how can I be easy to deal with? Business owners are very busy, and their time should be respected know what you want to say, and what you want to talk about before you even walk in. here are several other ways you can make a better impact: Your email signature, your voice mails, your business cards, should all have the same number and email to make your self consistently easy to reach When handing off written information about your product, or when talking over the phone about it make sure your product information is detailed and clear to understand. You don’t want to leave your perspective client with any unanswered questions. Create a Pricing chart with different package options (remember at this point you are assuming you know what their budget actually is) You can come back and present a customized pricing package according to their budget at a later time. Keeping detailed notes about what you talk about will later help you close the deal Never stop searching for new ways to be creative, but also new ways to be simple and easy to deal with

10. Lead Generation Lead Capture Lead Nurture Convert More Sales Maximize Patients Metrics & Analytics

11. 1. Personal responsibility Take active responsibility for your success, because no one else can do it for you. 2. Follow the Damn Instructions Money and time has been spent on seeing what works and what doesn’t, so Don’t reinvent the wheel, just follow the damn instructions. 3. Goals Know WHAT you stand for, WHY it’s important to you, WHERE you want to go, and HOW you are going to get there. 4. VALUE By providing quality value, price becomes completely irrelevant. 5. Know your numbers Always 6. Be proactive and a go getter Go out get the business don’t wait for them to call you (it will never happen)

12. Keep Detailed note of Each Interaction with Your Prospect. Keeping these notes will not only help you create the perfect marketing plan, build you a detailed client database. Having a detailed database will help sales start to come more frequently and more easily.  What marketing do they currently do?  Have they tried services like yours before?  What’s their favorite baseball team?  When do they do their budgets?  Who makes the final decisions when it comes to marketing purchases?  Who are they currently working with?  What are their favorite hobbies? All of this information should be diligently recorded after every interaction with your prospect. You can use this information in the future to give you the best chance of success

13. Getting a business owner on the phone, cornered in an elevator, or you catch them before they get in their car is the easy part, but what do you do from then? That one minute you have can mean the difference between a huge payday or nothing. A well rehearsed Sales Rep can say more in one minute than an un rehearsed Sales Rep can in seven minutes. As a Sales Rep you become the voice for the company. You are the first person our future clients will hear from. Every word that you say and the tones in which you say them will bring out a specific response from the prospect. If you choose a different tone or word you will get a different response to the exact same question. By being well rehearsed, and by knowing your product you can rest assured no question will have been unanswered when your prospect hang up the phone. Winging it shouldn’t be in your repertoire!!

14. Before you pick up the phone to dial Mr./Mrs. Smith you should follow these important steps: 1.Know which scripts you want to use, and make sure you know them well 2.How will you start the conversation? 3.Write down all the possible answers to your questions, so you can have an answer ready for them even before they ask it. 4.Having a few objection scripts written and rehearsed will separate you, and make you the best telemarketer around. Make sure you put some time aside everyday to practice your scripts, and your sales pitch. Practice not only helps you with what you want to say, but also helps you know more about the business you are selling for. Practice phone calls to your loved one, to your friends, or to your own answering machine. Ask for your families opinion on how you sound or listen to your answering machine and be your own critic. The most important question you can ask your self is “would I buy from me?”

15. Sounding like a sales person is exactly what you don’t want in today sales world. People are very well educated and know what a typical sales person sounds like. I just heard you ask the question. “how do I keep this from being me?” Here’s how 1. Be Rehearsed and know your product…….I can’t say this enough 1a. That was so important I will say it again.. Be Rehearsed and know your product 2. Dale Carnegie once wrote, "Remember that a man's name is the sweetest and most important sound in any language" Always use the prospect’s first name 3. Be polite at all times, and if you speak with a gatekeeper be polite to them too you never know the gate keeper might be the one to get you through the door!! 4. Time is money, so be short and to the point, and don’t talk about something you know nothing about 5. Listen….Listen…..Listen and get to know your prospect. If you ask someone “what bring you in the car market?” they will tell you their life story, and give you almost all the questions you need…. LISTEN

16. What I'm about to tell you is reality. It is what it is and if you can’t deal with it this business is not for you. 1. There is NO secret words, phrases or scripts If you expecting to pick up the phone, dial a prospect, and read a script is going to get you the sale or appointment you wanted this business is not for you!! These scripts don’t exist 2. No will be a common theme It takes 7 no’s from one prospect before you get a yes, so to go back to our core values..be persistent, and the deals will come 3. Be a pro when handling brush-offs Getting a yes is a clear result of how well you handled the no’s

17. Making sure you can achieve the sales objectives assigned by management you must come up with an effective planning procedure Planning Procedures 1.It’s very important that you take the time used talking with your prospect constructively. With this being said, being prepared in what you present to your client in terms of products or services is a necessity if you are to achieve your sales objectives. BEFORE CALLING YOUR PROSPECT This step is important!! Before calling a prospect it is important to obtaining all of the vital information needed about them prior to making your first phone call. This information will help you qualify prospect. What Kind of Information Do You Want? When calling on a prospect you need to know:  Who is the decision maker for the business?  What their market niche is.  Are they currently using a marketing platform?  How can you tailor your approach to fit his or her needs? Where can you find this information? Public Library, Yellow pages, LinkedIn, Facebook, A to Z references, Info USA, Google these are just a few of the tones and tones of sites made to help you prospect

18. Account Prospecting Once you have information about your prospects, it is time to set up objectives and goals to work efficiently.  When you have multiple prospects try and schedule all of your appointments for that day in the same area code or in the same 10 mile radius ( this keeps you from rushing incase another appointment runs over time.)  Establish a regular work schedule & never break it. Pick a few days in the week where you focus on certain tasks For Example:  Monday are for prospecting, great day to book you appointments for the week  Tuesdays are for appointments  Wednesdays are for networking and more prospecting  Thursdays and Fridays are for appointments One of the only challenges of being an independent sales rep is managing your time. Don’t let procrastination or a cold beer and a large TV keep you from meeting your sales expectations, so make a schedule and stand by it. Being organized will be your number one priority, and most important tool. Your managers will be your best allies–call them if you need additional help.

19. Interaction is key to getting you prospect to trust you, don’t rush into your pitch this will make you sound like a sales person 1)Make sure you let your prospect know that you don’t want to take up too much of his time, and that you will be quick…..Business owners gets a lot of calls and e-mails every day…(respect their time). This will help you establish a connection “Hi ______, this is (your name) with (Business name). I know you’re a busy person so I’ll make this brief.” Step No. 2 Quickly state your value proposition and ask a qualifying question. “______, we provide (Value)to companies like yours, helping them (How does your business help)

20. 3. Be up-front and put your prospect on the spot immediately by asking a question that will lower their guard “well first and foremost let me ask you this”. If I promise to only take 5 minutes of your time -or- “I know your busy running a business, so I won’t keep you very long” 4. If you don’t ask for what you want you will never get it. This is where you ask “... I would like to send you a copy of the free report we created to help (Type of Business) like yours. we’ve identified the top 10 signs why (Type of Business) are leaving business outside their doors. This free report is designed to help bring people to you. making your time and money better spent else where. What e-mail should I send the report to?

21. Congrats! The decision maker is on the phone, But most of the time the prospect immediately determined you were a sales person, and didn’t listen to a word you had to say, and of course you get your first objection. This type of brush off will happen more time that none even to the best of the best. “I’m not interested.” “We’ve got that covered.” “Don’t call here again a$$#ole” Most Telemarketer get stumped right here, and the call ends. (90% of sales people fail here) Your not that person! You rehearsed for hours and before calling you already had all of your questions answered, so your ready to push right through the objections, making you a top notch sales person. Here are three easy things to remember when your brushing off an objection. 1. Don’t seem confrontational agree with the prospect let them know you understand how they feel. 2. Take your original message, and use it again but tailor it to correspond with the objection. Do this without being defensive or confrontational 3. Welcome their objections, and ask them if they have any further concerns. This shows you are willing and wanting to be honest, to listen, and that together you can pass this obstacle.

22. The 5 typical objections and How to Handle Them Here they are: 1. I’m not interested. 2. Just send your information. 3. We’re already taken care of. 4. I’m too busy, or I don’t have the time. 5. We don’t have the budget. “I’m not interested.” Response 1 “That’s fine ______, and many people I speak with tell me the same thing as well. But as they learn more about our services and see what this can really do for them, they were glad they took a few minutes. One thing that would be a good fit for you is (provide a quick benefit) to take advantage of our free strategy session where we analyze your business and come up with solutions that you can then implement in your business. “Do you see how that would work for you?”

23. “Just send your information” “I’ll be happy to get that out to you, let me ask you a few more question to make sure I have the correct information in my contacts. Ask qualifying questions... “Just out of curiosity If I could show you how to (explain how your service benefit would help them, would you seriously consider using our services to help you?” “Were all taken care of and or Happy” “I’m glad to hear your taking the proper steps to marketing your business. With that said If you ever found it necessary to find another vendor, could I be the first one you contact to see how I can be of benefit to you needs??” If yes...“Great. I’ll go ahead and send you some of my contact information; do me a favor and keep it with your records so you’ll have it handy when you need some help with your marketing efforts.” Get all their contact information, then ask... “Great. Just out of curiosity, ______, what would have to happen for you to want to contact another vendor?” (Qualify and expand on their answers here.)

24. “We don’t have the budget This is where you need to play it a little safe and sincerely acknowledge their problem 1) “______, im not ready to talk about money, and I wouldn’t expect you to be ready to buy from someone you don’t know either. Let’s do this: give me a few minutes of your time to see if our services would work for you, if it makes sense, then we can talk about how we Can implement the marketing plan. Does that seem fair?” 2) “______, If I told you I have a way to turn your $300 today into $2,000 In a few months, you would find a way to get me the money right now wouldn’t you? I can’t begin to determine if I can make that happen, unless you give me a few minutes of your time to determine if it would But that possibility is worth a few minutes of your time, isn’t it?”

25. Dealing with a gatekeeper is much easier than people make it out to be. They need to be treated with respect (they deserve it, after all), and by just doing this kind respectable gesture you’ll be amazed at how much they will help you. Assistant: “______ isn’t here right now, can I take a message?” You: “Yes I would like to leave a message, but real quick Perhaps you can help me first. You’ve been working for a long time with______? Your probably pretty close with them then If yes, say... You: “That’s great. Let me ask you, how is he/she handling your marketing?” Find out information like:  Who are they using now?  How does the decision process work?  When are they making a decision on this?  What’s important to them?  When is the best time to reach them? Most people give up when faced with objections. The key is to make sure you don’t get thrown off track the first time the prospect throws you a curve ball! This is where all of your practice will pay off and make you the top seller at your place of business!!

26. Setting Appointments All you have done so far is in preparation for this point setting the appointment. There are many things you must remember when making appointments:  Set the appointment with a decision maker. It is pointless to give you pitch to someone that can give you a yes.  Keeping your schedule flexible when setting appointments will give you the opportunity to never be late even if a prior appointment is running over time. Always give your self 30 minutes between appointments plus driving time. This will allow you to book your appointments closer together without having to worry about being late.  Call if late. If you find that you are going to be late for another appointment, and Don’t ever be late twice.  Don’t be “too” formal. You can introduce yourself but you only have about 30 seconds to get to the point  Physically smile while talking on the phone. People when sense a feeling of friendliness without having to say much  Overcome objections BEFORE they come up

27. The Presentation This is the most nerve racking point….. BUT it shouldn't be at this point you have spent hours upon hours learning your product and your business. Your company is counting on you to walk in the prospects office like your shit don’t stink and give the best confident presentation you can give.  Here is an Exercise: Go to a friend, a family member, or a friend, and tell them you want to talk to them about your dog or kids or a sports team you like. What you will notice if when you talk about these thing you care for so much it roles off your tongue without event thinking about it. This is how well you should know your product and services.  Knowledge Is The Key to the perfect presentation!!!! When you walk in the office here are the steps you should take:  Get the prospects attention  Establish credibility  Demonstrate a need  Show how you services or products fills their need  Overcome all objections  Trial close  Close the deal

28. Trial Close It is much easier for a prospect to make a few small decisions than it is to make a decisions one on the entire presentation. That is the purpose of the trial close questions. Trial close questions are designed to give you an idea of whether the prospect has or hasn’t been sold on what you’ve been proposing them. Asking “Do you have any questions so far” will keep you prospect from having questions when your trying to close the deal. Examples Trial close questions  Can you see how having SEO and Adwords built into your marketing plan could increase the flow of people walking through your doors each month?  Wouldn’t a newsletter add great value to all of your current clients?  Can you see how Geo-targeting could help you minimize wasted spending. It could, couldn’t it?  Can you see how your new and current clients would benefit from your member only online access?  Can you see how an autoresponder can help you become more effective?  If you had this CRM software, wouldn’t it help you keep better track of your clients? Trial close can start very early in the presentation. Your goal is to get eight yesses during you trial close. Statistic shows is you can accomplish this your will secure a sale!!

29. The Close  For every presentation you should prepare a close question that will help you get a signature on the dotted line. Create several different closing questions and memorize them, and ask these questions to get the “end results” you want from all of your presentations.  The fear of asking a customer to buy is one of the greatest mistakes new reps make. Remember, even though you want your prospect to say “yes,” the important thing is that you want him to say something.  If the prospect says “no” it doesn’t mean no(remember that) What he is really saying, “So far I'm not impressed, and not interested. BUT, if you can show me a benefit that I missed, I would consider changing my mind.” So before you call it quits you have to give the prospect one more reason or benefit before you try closing again. Example Close:  IF I CAN WILL YOU……Or IS THIS WHAT YOUR LOOKING FOR?  If I can get you what we agreed upon will you buy today?  If I can get you free copies of my book for your staff will you buy X amount of copies to stack your shelves today?  As I see it right now the only decision you have to make is how soon do you want to put this plan in action. Do you want to wait and lose 3 month worth of clients or do you want to get this going now and have client swarming you doors by the end of the month?  Is this what you were looking for? Do you have any further question? Great all I need then is your signature right here….(put the pen in their hand as your saying this)

30. » It’s ok to make mistakes, but when you do learn from them » Let your mistakes help you become a better, stronger Sales Representative » Rehearse Rehearse Rehearse this is the most important part of the manual rehearse!!!! know your business like you know the back of your hand, like you know your ABC’s…this is what separates the pro’s from the armatures!!! » Be Your Self, act like you do with your friends and family. GOOD LUCK!!!!!!